The professional buyer – a chartered purchaser The Chartered Institute of Purchasing and Supply (CIPS) is an international education and qualification body representing purchasing and supply chain professionals. CIPS exists to promote and develop high standards of professional skill, ability and integrity among all those engaged in purchasing and supply chain management. It is the […]
Is nothing straightforward in b2b research? Organisational changes are making it increasingly difficult to complete business research. It is, for example, harder to contact business executives. Routes to them are less likely to be through a secretary or even a switchboard. Phone numbers are more likely to be direct, unlisted or routed through a central […]
A spoonful of research helps the medicine go down The only difference between doctors and other consumers is that this is a classic b2b market, in which customers are not in themselves the end consumers. However, they still have a set of beliefs about the value of a brand for themselves and their patients. It […]
Engineering the group discussion – the GlobalCash solution Trying to bring together finance directors and cash managers from the largest companies in Europe to participate in focus groups could be viewed as an impossible task. The logistics of bringing together such senior managers, the rewards they may demand for attending such an event and the […]
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